Account Executive - New England

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.    

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI.  Today, our customers depend on us to stay ahead.   

At Darktrace, we are energized by that responsibility.  We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked.   We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.  

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. 

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast 

Job Description:

As a Core Account Executive (Acquisiton), you will be responsible for driving net-new business within a defined territory, of New England. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. This role focuses on accounts up to $1B in size, with responsibility for managing and closing new customers. It requires a self-starter with strong sales acumen, capable of positioning Darktrace solutions to C-level executives and security professionals. You will own the full sales cycle, from prospecting to closing, while also identifying upsell opportunities for a period to maximize customer lifetime value. You must live in the territory we are recruiting for.

Key Duties & Responsibilities

·         Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory.

·         Develop and execute strategic sales plans to expand market presence and exceed revenue targets.

·         Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support.

·         Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals.

·         Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals.

·         Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions.

·         Collaborate cross-functionally with technical teams, including Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs).

·         Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

Experience & Qualifications

·         Proven success in full-cycle B2B new business sales, with a strong track record of closing net-new logos

·         Demonstrated ability to build pipeline from scratch, prospect into cold accounts, and sustain activity regardless of short-term results

·         Experience selling into organizations (≤ $1B revenue) with an understanding of their buying dynamics and constraints

·         Strong discovery and value-selling skills, with the ability to ask insightful questions, uncover customer priorities, and align solutions to business outcomes

·         Ability to establish executive-level credibility early, communicating effectively with both technical and non-technical stakeholders

·         Skilled in objection handling, negotiation, and navigating complex or ambiguous sales cycles with resilience and persistence

·         Solid judgment and discipline, including pipeline management, forecasting, and deal qualification

·         Working knowledge of cybersecurity, SaaS, or technical solutions, with the ability to position offerings within a broader ecosystem

·         Strong collaboration skills, with experience working across cross-functional teams and partner channels

Compensation Range: $220,000 - $260,000 OTC 50/50 split - DOE

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.

Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.

Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.